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1 The outlook for insurance and reinsurance in sub-saharan Africa Summary report July 2014

2 Contents Foreword to Market Research... 4 Methodology and conduct of the study and characteristics of the participants... 5 An overview of market conditions today... 7 Market Characteristics Profitability by line Views on level of competition What people would like to see change in the insurance markets The impact of regulation Expectations for the future: Views emerging from in-depth interviews Predicted Growth of Premiums by line Future pricing of risk Specific risks where reinsurance capacity is required Other aspects of reinsurers and how they can add value

3 About Trust Re Trust Re is a closed joint stock company registered in the Kingdom of Bahrain with branches in Labuan and Cyprus as well as a representative office in Morocco. With a paid up capital of US$ 140 million, Trust Re earned its recognition through its long term professional commitment to the reinsurance industry. It is classified as a highly reliable security (A.M. Best: A-) and provides sizable reinsurance underwriting capacity in the major non-life classes of business. 3

4 Foreword to Market Research The Sub-Saharan African insurance market is at different stages of development. Understanding market trends and forthcoming business opportunities is of paramount importance for us and for our partners in Africa. Market research is a key tool of Trust Re strategy. As such, we commissioned The Thriving Company to undertake a survey on our behalf to gain key insights into how insurers, brokers, regulators and reinsurers view the future of their markets in Sub-Saharan Africa. In total, 151 directors, executives, senior managers and other insurance professionals from 32 countries provided their input. Our thanks are due to all those who participated in the survey. It is clear that the Sub-Saharan market is not homogeneous. In particular, different rates of economic growth, levels of insurance culture, insurance skills availability, regulatory approach and dynamics per line of business are just some of the factors that distinguish market conditions and synthesize the insurance outlook of the region. Our study reveals the specific characteristics of the various markets in the region, namely lines of business with high expected growth, the variations in profitability, expectations of the markets from the reinsurers etc. At Trust Re, we are proud that our underwriters make frequent visits to engage with stakeholders and to better understand markets and customer needs, as well as participating in conferences including AIO and FANAF. With the incorporation of our new Representative Office in Morocco, we strive to further improve our services to our clients in Western Africa. In early May 2014, we held a seminar focusing on the Principles of Treaty Underwriting and Risk Management, in the Seychelles, for our partners from the African continent. In mid-june a similar seminar was held in Langkawi, Malaysia for our partners in Asia. In line with our vision to be the Reinsurer of Choice, we focus on developing long-term partnerships based on trust and on delivering value. As part of Trust Re s commitment to the African market, we are delighted to share the findings of the survey with you. Lastly, we welcome your feedback. After all, the primary purpose of this exercise is knowledge-sharing. Fadi AbuNahl CEO 4

5 Methodology and conduct of the study and characteristics of the participants The research programme included two key stages: a. In-depth telephone interviews with key market participants: A total of 28 in-depth telephone interviews and two written inputs enabled us to explore perspectives on the outlook for insurance and reinsurance in sub-saharan Africa in detail, in terms of current characteristics, future developments and their implications. These interviews lasted for an average of 45 minutes and give greater understanding and flavour to this report. Interviewees were drawn from 21 different countries and for the most part they were managing directors, general managers, or other board members. Most interviewees were insurers but several brokers, reinsurers and those involved in insurance associations also took part. b. Online questionnaires: The second phase of the project included the distribution of online survey questionnaires in both French and English language. In total 121 participants either fully completed all questions of the survey or completed enough questions to be appropriately included in the analysis. Thus in total we had 151 inputs to the study from 32 countries, making it a robust overview of the outlook for insurance and reinsurance in sub- Saharan Africa. The tables on the next pages summarise the characteristics of the participants in the online phase. Characteristics of the online survey Figure 1: Respondents by organisation role Reinsurance Broker 7% Regulator 2% Other 4% Middle Management 10% Reinsurer 22% Insurer 55% Figure 2: Respondents by position Other 10% Senior Management 26% Insurance Association 3% Insurance Broker 7% Director 16% Executive Management 38% 5

6 Geographic spread of respondents In total, including both in depth interviews and online responses, there was a wide geographical spread of participants. Given that we have over 150 inputs, the overall research findings can be viewed as being robust and credible. The nature of this document is of course a summary so we have covered the major themes and recurring issues. Figure 3: Respondents by region Eastern 26% Central 9% Other 1% Western 35% Region Country Western Africa Benin, Burkina Faso, Ghana, Guinea Conakry, Ivory Coast, Mali, Nigeria, Senegal, Sierra Leone, Togo Southern Africa Angola, Botswana, Lesotho, Namibia, South Africa, Zambia, Zimbabwe Eastern Africa Djibouti, Ethiopia, Kenya, Mauritius, Mozambique, Seychelles, Sudan, Tanzania, Uganda Southern 29% Central Africa Cameroon, Chad, Gabon, Republic of Congo (Brazzaville) 6

7 An overview of market conditions today Based on the analysis above, together with the commentary from indepth interviewees, we see this as the summary of strengths, opportunities, weaknesses and threats within the region as a whole. In the following pages we review other top level issues and developments across the regions which are likely to have an impact on the insurance and reinsurance sectors in the future. Strengths Profitable in the main Current support from reinsurers Profitability in some lines Government attitudes to investment and business growth Weaknesses Low penetration Currently low disposable income High levels of competition and oversupply (particularly in retail lines) Incidence of undercutting ; pricing often not risk-based Limited insurance understanding/culture/appetite Lack of capacity for complex and bigger risks Limited technical and underwriting expertise and training Varied regulation and ability to enforce regulation Varied standards of financial reporting and disclosure Lack of claims data and data sharing capability Opportunities Expected growth in GDP, middle class and disposable income Expected high growth in energy exploitation, infrastructure investments and niche risks Increased external investment Opportunities for distribution and product innovation supported by mobile communications boom Possibility of greater compulsory insurance? Threats Increased regulation may disadvantage small players; lead to market restructure Increased incidence of claims could lead to failure of insurers Too much naive capacity could risk insurer collapse Concerns about terrorism, political violence and social unrest/instability Undercutting of rates could destabilise market Lack of sufficient capacity from local reinsurers Concerns by some that insurance revenue goes abroad and does not help develop local markets 7

8 Other aspects Regulation and political situation Local content regulations are expected to be introduced or more rigorously enforced in many locations; there are mixed views about the appropriateness of these regulations but in the main, they are popular. No premium no cover regulations are felt to be strengthening the market by some and would be welcomed by most where they are not present. Increased minimum capital requirements again are expected to be introduced in many locations. It is felt by most this would strengthen the industry. They are likely to encourage consolidation. In most cases there is strong appetite for external investment, particularly in infrastructure but also in the insurance and reinsurance markets themselves. Standards of regulation and its enforcement are very varied. In some cases market associations are aiming to develop more rigorous guidelines and market standards. Market Structure It is important to note that there are differences in different markets for example, the structure in, say Kenya and Nigeria is quite different from the smaller francophone countries. There is particularly high competition in some lines such as motor, healthcare and, to a slightly lesser extent, property and engineering. The emergence of Bancassurance may also have some implications for supply of insurance in retail lines. There seem to be increasing expectations of stronger and more widespread, pan-regional networks by some insurers and reinsurers, using a hub in one major country as a means of access to various sub-saharan African markets. Growth In most cases, there are high levels of confidence from participants and definite expectations of good growth, but somewhat lower optimism in francophone, central and western Africa. There are clear expectations that penetration will increase across the general population and emerging middle class. Nonetheless, there remains a need to educate the market to improve penetration rates (in both commercial and retail lines). Additionally, many interviewees expected significant growth of investment in infrastructure. The growth in infrastructure creates opportunities but it is felt the lack of skills and capital may restrict the ability of local insurers and reinsurers to capitalise on this. Current growth is probably not fast enough to support the expected level of new entrants. 8

9 Innovation and Technology Several interviewees noted that most of the current range of products is quite conventional but felt that lots of innovation was taking place, for example in distribution via mobile phones. As markets further mature there may be greater sharing of claims history databases, therefore helping improve the likelihood of more underwriting based pricing. Several interviewees would like to see better standards of settlement and this may emerge with more mature markets and better technology. Challenges Occasionally we heard concerns about there being limited experience of big claims, with the connected concern What will happen when there is one? Limited knowledge and technical capability and lack of training are potential hindrances to growth. One potential unintended consequence of local content regulations may be to reduce economies of scale and increase administration costs and risks of insurer or reinsurer failure. Based on the inputs from participants to this study, the ability to enforce regulation in different locations seems very variable. Different market conventions and standards may complicate plans by some insurers and reinsurers to become pan-regional. Other issues The introduction of compulsory insurance in more risks and in more regions would have a major impact on personal lines business. The market conditions and influences for personal lines and niche or specialist risks are very different; we expect less price sensitivity or aggressive competition on price in specialist risks. The overall desired progression to more underwriting based pricing will fundamentally depend on other structural issues and the incidence and economic value of future claims. 9

10 Results from the online survey about market conditions Market Characteristics Figure 4 perceived strength across market characteristics 100% Perceived strength 90% 80% 70% 60% 50% 40% 30% Market strength Eastern Western Southern Central 10% 0% Support from reinsurers Strongest to weakest Premium collection Regulatory framework Profitability Underwriting capability Availability of claims data Education & training Public awarenes of the role of insurance Figure 4 summarises the proportion of participants in the online survey who rated each market characteristic as strong or very strong in their market. In overall terms, a significantly higher number of respondents rate the support provided by reinsurers as strong, compared to all other characteristics. Views of the strength of premium collection or the regulatory framework are very variable. The perceptions of education and training and underwriting capability are likely to be linked; few people see public awareness of the role of insurance as strong in the country they are commenting on. These areas appear to be recognised as challenges; indeed the feedback from the in-depth interviews also indicates these are areas where reinsurers can add real value. 10

11 Profitability by line Figure 5: profitability by line according to online survey participants Perceived profitablity 100% 90% 80% 70% 60% 50% 40% 30% 10% 0% 73% Property & Engineering 70% 66% 51% 50% Marine Life Motor Financial Lines Micro insurance Healthcare 30% 13% All regions Growth over 5% The vertical axis represents the percentage of perceived profitability as viewed by the survey participants. This analysis should be read in conjunction with views on how pricing of risks will evolve, as well as the level of competition in each line. There are also significant differences between the apparent profitability of different lines, with healthcare only being seen as profitable by approximately 13% of respondents. Conversely a strong majority of respondents see life, marine, and property and engineering as profitable. Relatively high proportions of participants felt they could not comment on the profitability of micro insurance or financial lines, so this graph may under-represent profitability of insuring those risks. Many of the in-depth interviewees commented on undercutting of rates in certain lines in their market and this appeared to particularly affect motor insurance. 11

13 Views on level of competition Participants in the online phase were asked to characterise the level of competition across various lines as too intense, intense, healthy or insufficient. It is clear that a high proportion of market participants at almost 2 in 5 - view competition for business in the motor risks as too intense. This is true to a lesser extent for property and engineering risks and for healthcare (though almost as many view competition in that line as insufficient). Conversely, competition in micro insurance in particular is seen as insufficient by the majority of those who could give a view. A relatively high proportion also saw competition in financial lines and life business as insufficient. Across many lines and regions, more people characterise competition as intense than healthy. Notwithstanding the detail in the charts above, across many lines and regions, more people characterise competition as intense than healthy. The most regularly chosen option across all but micro-insurance is intense and as can be seen, levels of competition seem to be perceived as particularly high in property and engineering, and motor insurance. Broadly speaking there is a similar picture in Western Africa with property and engineering and motor being seen as having particularly intense competition. Based on this data, competition in healthcare risks also seems to be higher than in, for example, Eastern Africa. Conversely competition in financial risks appears slightly less intense and again micro-insurance appears to have the lowest level of competition currently. The overall picture is very similar in Southern Africa with competition in motor, and property and engineering risks, clearly seen as intense. The result that over half of the respondents see competition in healthcare risks as being unsustainable, may indicate that the market in this risk may change fairly soon. 13

15 What people would like to see change in the insurance markets Online participants were asked the question: What change would you most like to see in the insurance market in (the market they were commenting on) by 2016? and many of those who took part in the indepth interviews were also asked What would you most like to see change about insurance business (in the country they were commenting on)? Some clear themes emerged which are summarised below: a. Better and more effective regulation This was the most frequently mentioned area and seems to indicate a belief that effective regulation is a key underpinning of healthier markets. Example comments included: More government involvement via Regulations & a new Financial Act that is coming I would like to see our Regulator be more interventive, together with the Association of Insurance have to work in order to control the pricing/rates of insurance. To revisit regulation in order to adapt it better (to African markets) More control is needed to boost professionalism in our profession One participant felt that in their market, there was a need for more professionalism and better reinforcement of regulations. They noted that there has been an incidence of some insurance companies not paying for damages, or disappearing after 5 years, with big debts (even though they would have had means to pay). While sometimes the desire is very broad and wide ranging, such as more action from the insurance supervisor, often it is for the regulator to act and change the situation in respect of particular market characteristics, or something that the participant felt particularly strongly about. An example of this was: Legislation...to not encourage big projects to be able to buy insurance outside (Mozambique)...If they do insure locally, that is one more person employed, (it) builds expertise...if they place energy, petrol, mining etc. elsewhere we will never develop. b. Other structural reforms/requirements incl. capital requirements, transparency and compulsory insurance This really follows on from the previous point. Many participants would like to see specific structural reforms which they feel would create a stronger market. Particular examples of this include a wish that the minimum capital requirement in the relevant jurisdiction is raised, that the provision of information and associated transparency is improved and no doubt to increase penetration and market volume that insurance becomes 15

16 compulsory in a country or for a broader set of risks. Examples of this included: Setting minimum standards in respect of information that can be shared...the reports you get becoming more reliable. Authorities must make more insurance compulsory. A renewed political will starting right from Government...automatic enforcement of statutory insurance lines such as Motor Third Party and Workers Compensation Of course there is a link here with the direction taken by regulators more broadly. Examples include one participant who said they would like to see the issue of the externalisation of funds changed as this would affect the business of most reinsurers in Zambia. Others include: We need to be sharing risks in the country, because capacity is there but no infrastructure to share risk locally before seeking support elsewhere Strong supervision authority to protect the local insurance market for keep part of the insurance of big projects within the country Some participants felt that it would be beneficial to ensure that all insurers are well capitalised and financially strong/rated, rather than allowing lots of additional new entrants: We don t know how strong the new entrants balance sheets are...insurance companies should be a little more transparent and able to pay claims. d. Improved penetration (and some ideas about how this can be achieved including market education) Of course this is of direct benefit to most market participants and as such was raised by several of those taking part in the study. For some the desire was simply expressed, for example an Increase in penetration level to more than 5%. An increase of the capital of insurers - which is very low in some countries c. Localisation of insurance This was a strongly held view by many participants. The underlying feeling is that the introduction (or, where relevant, better supervision) of local content rules which require a minimum volume of business to be placed with insurers or reinsurers based in the home country would more clearly support the healthy development of the market. This topic seemed particularly popular with francophone participants, with one mentioning the wish That insurance becomes more popular amongst the people. Other participants also noted they would like to see the strengthening of characteristics that would bring this about. One of these was investment by insurers, regulators, associations and others in general in creating greater insurance awareness and culture in the market: 16

17 More effort from the market to sensitise potential customers of the need for quality insurance cover and pay the value for money pricing One participant felt that authorities and professional organisations should raise awareness that security is important and that the State cannot always be there to do what should be done by private companies (insurers). Another from francophone Africa felt that Better communication and better marketing towards insurance targets would also help. e. Improved pricing, connected with a more underwriting-driven approach and/or agreements on pricing Again there is clearly a connection between improved (or increased) pricing or risk and the comfort of insurers. Elsewhere in this report we note that changes in pricing of risk are likely to be the result of other market developments. However, it is clear that many participants want this and see a connection with more technical pricing or the role of associations (for example) in setting and enforcing minimum rates. Together with the Association of Insurance (the regulator has) to work in order to control the pricing/rates of insurance. A return to technicality where service and knowledge would drive the market, not price only. Some of this is also about the approach of insurers to pricing, as expressed by one participant: Companies not writing at a loss just to grow market share. f. Development of certain lines, including micro insurance (particularly in francophone Africa) Some participants were keen to see the development or better adoption of insurance for particular risks. Examples of this included The insurance of terrorism cover and big building sites should be forced to get insured. This seemed to be particularly strong in francophone Africa and several participants made comments about, for example, micro-insurance, including micro insurance development, micro insurance promotion and micro insurance growth. Other lines which participants wanted to see better developed included insurance for start-up companies, or health insurance. g. Increased technical skills and professionalism This was flagged by several participants and reflects the point made elsewhere in the study that many people see current technical skills in their market as weak and believe improvement in this will make a major contribution to the health of the local insurance sector in the medium term. 17

18 As well as the simple request for more qualified staff in the industry, other comments include Staff training in special risks e.g. energy agriculture, political risks. Specialist risks surveyors and claim adjusters. One participant in the study took a long term view and wanted to see the Review of Uganda's education curriculum for inclusion of insurance as a subject right from secondary to Universities and or tertiary institutions. There was also a link with the next point in the comments of one participant: (A) return to healthy underwriting practices. Hence, less insane competition and more professionalism h. Healthier competition (either through new entrants or, conversely, consolidation) For some participants, this was connected with the industry structure and indeed the desire to see greater financial strength in industry players, for example some consolidation due to capital constraints. As we have seen elsewhere across many risks and territories participants believe that the current level of competition is not optimal. This is also borne out by the desire as seen here for more healthy competition in order to well rate the risk The nature of this comment was also linked to the participant s views about the current structure within the industry. For others this was more a case of their markets opening up and freer competition being allowed. Examples of this were: I would love to...see free competition i.e. to put an end for the monopoly of the Govt. & semi Govt. companies (The) entry of reputable international players like Swiss Re - Hannover - AIG etc... i. Distribution and product development Some participants were looking forward to changes in distribution or to changes in their ability to promote products and innovate. Examples included: Insurers increasing their new business income streams phenomenally via product innovation biased towards the largely uninsured informal sector There was also a feeling by some that increased direct marketing would be an improvement. New products in the market reinsurance with new strategy that support the effect marketing of the direct insurer More direct selling and reduced market share of Brokers Other comments by these participants indicated that they felt that this would also positively increase markets and improve rates. 18

19 j. Other issues Some other issues were mentioned very occasionally by participants. Most noticeable of these, particularly within francophone Africa was the better management and responsiveness by insurers to claims, for example: Those compensations are paid as quickly as possible so as to build a better image of the insurance sector Make the insurance world healthier by taking away licences from insurers who don't pay compensations 19

20 The impact of regulation Those taking part in the in-depth interviews were asked What sort of impact do you feel the regulatory environment has for the development of insurance in (their country or region)? Even without this prompt many people provided commentary and opinion on the impact of regulation, either when reviewing conditions in the market as a whole, or when defining the changes they would most like to see in the market as shown in the previous section. Elsewhere we have reported that nearly two-thirds of participants in the online survey rated the regulatory framework in their market as strong or somewhat strong. Nonetheless it does seem that most respondents would like to see this evolve further. One point we heard on several occasions was that regulation was one thing but the ability to enforce it was another. This was mentioned across areas such as pricing, local content and mandatory insurance. This seems to be a theme in the development of not only effective regulation but the improvement in market health. The other key themes which emerged from the study are: a) Mandatory (or compulsory) insurance Making some classes of insurance for example motor insurance mandatory in certain markets was mentioned frequently. It is fairly consistently viewed as positively helping the growth and evolution of markets. If car insurance is so successful, it s thanks to regulation. But I would wish even more regulation. On balance it seems there is some expectation that more classes will be made mandatory across the region. But this is not expected to happen overnight and is felt more likely to be a gradual evolution over the medium term. b) Local content This issue was also mentioned on many occasions. Most participants were in favour of a strengthening, either in the requirement for insurance or reinsurance to be covered locally, or for more effective application of the regulation. Examples of the points made included: African regulators are trying to be more restrictive in terms of reinsurance placement...trying to internalise most of the business, saying that companies should use local capacity first before going outside...for example in Kenya all risks have to be placed locally first, until all local capacity is exhausted. So far there is an Insurance Act and what it says is that any person or company should not place insurance outside Zimbabwe before they have exhausted the local market...so you shop around in the local 20

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